Creating Value Through The - Sales Force Neil Rac...

Whether you're looking for for a product?

: Instead of pitching, successful reps use a sequence of Situation, Problem, Implication, and Need-payoff questions to help buyers discover the full magnitude of their problems. Creating Value through the Sales Force Neil Rac...

In his book , Neil Rackham argues that a modern sales force must move beyond simply communicating value (acting as "talking brochures") and instead focus on creating value for the customer. Whether you're looking for for a product

: By focusing on "Implication" questions, salespeople make the customer's pain points feel urgent, which builds the perceived value of a solution before it is even discussed. Creating Value through the Sales Force Neil Rac...

If you want to see how to distinguish between customers?